Summary

The Business Development Manager is responsible for enhancing and increasing the customer and shipper base of ATS Specialized using a formal yet consultative sales process. The Business Development Manager will contact existing, inactive, or potential customers to secure business. They will evaluate and maintain complete data integrity throughout the formal sales process. This person must understand the ATS value proposition and be able to effectively articulate to customers. The Business Development Manager could be assigned a specific region, industry, or customer definition to target on a temporary or ongoing basis.

Education and Experience

1. Higher education (i.e. two- or four-year degree) in Business or Communications or a related field preferred, or equivalent combinations of education and experience in a customer-driven environment.
2. Two or more years (s) of experience in B2B sales preferred.
3. A firm understanding of marketing, sales, and customer service principles.
4. Self-starter with a strong entrepreneurial spirit.
5. Strong problem-solving and analytic skills with a metrics and results-driven approach.
6. Excellent organizational skills and ability to manage and prioritize workload in a fast-paced environment.
7. Strong interpersonal skills; able to establish trust and rapport with all levels of staff.  Able to relate effectively to diverse cultures.
8. Must be able to think creatively and provide creative contributions to projects.
9. Must be self-motivated, able to multi-task, and work independently.
10. Must be able to maintain a high level of confidentiality.
11. Must demonstrate a proactive commitment to ATS corporate values and the success of all staff.
12. Proficient in Microsoft Office (Word, Excel, and Outlook) required.
13. Excellent communication skills (written, listening, and verbal)
14. Willing and able to travel infrequently, including overnight travel.

Essential Duties and Responsibilities

1. Conduct strategic planning efforts to achieve sales results in support of department goals.
2. Collaborate with the planning and operations team to ensure customer needs are met.
3. Use a consultative sales approach to build long-term relationships with customers, and utilize product and service knowledge to articulate ATS's value proposition.
4. Close new business and meet new customer generation goals while maintaining current accounts.
5. Negotiate and quote rates with customers, entering and recording all terms and conditions of shipment agreements.
6. Onboard new customers into ATS systems to ensure a seamless transition.
7. Work with the Manager and Pricing team on requests for proposals and the bidding process to create a win-win for both ATS and the customer.
8. Generate leads and customers for all areas of ATS Specialized and pass leads on to other areas within ATS as necessary.
9. Speak clearly and persuasively in positive or negative situations; listen and get clarification; respond effectively to questions; write clearly and informatively.
10. Assist with developing and maintaining productive relationships with internal customers and colleagues.
11. Balance team and individual responsibilities and contribute to building a positive team spirit.
12. Serves as a role model and demonstrates, by their actions, ATS's Mission, Vision, and Values in a consistent, effective, and reliable manner.
13. Support ATS' culture by aligning actions, behaviors, performance, and decisions in accordance with the Company's values as set forth in our All-Employee Competencies.
14. Complete work responsibilities outside of normal business hours as needed and infrequent travel may be required. 
15. Perform other duties and responsibilities as assigned.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. 

Physical Requirements (Office-related positions)

This position performs work primarily in an office setting.

1. Constantly in a stationary position and occasionally will move around.
2. Constantly operates a keyboard and mouse and constantly utilizes a computer monitor(s).
3. Constantly conversing with internal and external customers in person or via phone system.